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Director of Sales - Percussion

TITLE:

Director Sales (Percussion)

REPORT TO:

President/CEO

LOCATION:

Monroe, NC

 

 

GENERAL RESPONSIBILITIES:

1.

Responsible for leading the Percussion Sales Force in sales growth activities in the USA and Canada.   Develop and execute world class sales strategies and leading edge customer management support for all product lines within the percussion group.

2.

Achieve sales forecast(s) and short/long term planning goals for the percussion group, comprised of the Ludwig and Musser product lines.

3.

Responsible for creating and executing strategic account program for Guitar Center and Sam Ash.

4.

Build relationships at all levels from the store personnel and drum shop owners to executives in corporate retail environment as well as artists.

 

SPECIFIC DUTIES:

1.

Manage Percussion Sales Force by actively combining sales calls & training while in the field (traveling approx. 50% of the time).  

2

Lead and assist the Percussion Sales Force in establishing Account & Territory Plans.  

3.

Build and manage Account Plans and Retail Promotion Plans for Guitar Center and Sam Ash. Review and update plans quarterly.

4.

Establish on-going communication to Percussion Sales Force and District Managers to ensure that routine contact and customer service is being maintained with dealer chain to promote sales and image of Conn-Selmer & Ludwig percussion instruments and accessories.

5.

Takes a leadership position in promoting products on a national basis; Plans and has an active role in working with Category Manager to design quarterly promotions with measurements and accountabilities for sales & marketing team, as needed.

6.

Develop and assist dealers and their internal sales team with sales training activities and product knowledge building. Develop effective communication process to inform dealers of current and relevant Company sales policies and programs.

7.

Develop and track -- Monthly Forecast, Quarterly Sales/Gross Margin forecasts, targets and budgets for percussion product lines and dealers based upon organizational goals and growth objectives.

8.

Actively seek, prospect, and, qualify largest opportunities and coordinates the preparation and submittal of sales orders in accordance within existing company policies.

9.

Collaborate with the Category Manager in developing state of the art initiatives, promotions, exhibits and other marketing activities to retain and grow the customer base, market share and Ludwig brand leadership presence.

10.

Maintain accurate record with regard to location of consignment account sales samples.  Sales samples will be sold periodically in accordance with Company’s consignment account policy.

11.

Assist Credit Department in collection of delinquent accounts and other credit functions.

12.

Act as Ludwig Brand Ambassador by participating in music clinics, festivals and workshops.

 

PRE-DETERMINED QUALIFICATIONS:

1.

MBA or College degree in business, sales or marketing and/or equivalent experience.  Passion for the Drum Business & Music Industry. Has an ability to interact and add value at all levels with drum shop staff, owners, and large retail account executives.  Drumming experience is a plus.

2.

8-12 years sales experience with a clear progression in sales/marketing roles and demonstrated leadership responsibilities. Experience working with or as an Independent Representatives and National Retail Customers.

3.

Sales experience in channel management strategies preferred with a knowledge of dealer segmentation and competitive approach to establish brand/market portfolio aligned to expand channels and accelerate growth opportunities. Understanding of traditional, contemporary and non-traditional sales channels in retail and Music Industry. 

4.

Ability to balance selling techniques to loyal partners, with consultative selling style, and act as a business consultant, long term ally, strategic developer and orchestrator to increase Ludwig dealership network in quantity and  quality.

5.

Critical competencies: Strong business acumen, planning & selling to retailers and independent drum shops, account and territory management. Sales relationship and negotiation, communication, listening to the sales team and dealer network needs with ability to clarify, prioritize and drive to follow up and through!

6.

Competencies that will lead to success: Competitive Drive, Adaptability/Stress Tolerance, Applied Problem Solving, Conscientiousness, Influencing Skills, Making a Positive Impact and above all a relentless Customer Focus.

7.

Foundational Business Skills: PowerPoint, Excel, presentation, planning, organization, and situational management style with high a degree of organization.

8.

Excellent analytical skills.  High initiative and strong innovative skills.

 

PHYSICAL REQUIREMENTS:

1.

Requires 50% - 70% travel (mostly domestic with occasional international)

2.

Ability to lift instruments/accessories – 20 to 50 pounds unassisted

3.

Ability to work in sedentary position for extended periods of time.

4

Ability to stand and/or walk for extended periods of time.

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